Sales Manager - MENA
Samsung SDS
Total years of experience :23 years, 9 Months
Sales Manager - GCC B2B (Airport system, surveillance, Security system, ITS, content management, system integration, ELVS, BMS)
• Manage B2B opportunities with key accounts across the region to meet the yearly target
• Search for new projects in the region to meet the company target and open new accounts
• Drive our products to verticals account Telcom, government, transportation and airports, financial sector and construction filed.
• Maintain the relation with high level customer profile of VPs, CEO, CIO, CFO across the verticals
• Plan the yearly target by distributing company target by different markets and key accounts to meet the yearly target
• Drive the technical team to build proposal and right strategy to win projects.
• Build consortium with strategic partners to work in tenders and technical integration with our solution and provide full package to client
• Make sure Samsung are participating in each project by building customer tender with Samsung specifications.
• Handel relationship with global consultant who are located in the local market and work with them closely to add Samsung SDS product in the project short list.
• Plan and review each account and project in quarterly basis to enhance the strategy approach
• Analyze the competition in each project and account and plan right strategy to win project
• Conduct high level customer meeting with seiner management for building relationship and convey commitment and project understanding.
• Push projects from higher key management contact CxO and director level to assure wining the project.
• Work with main contractors in the region to make sure Samsung we are invited to bid in the packages that Samsung interested to participate.
• Evaluate each project financially and calculate profit and lost to make a decision in terms if we can proceed in the bid as profitable project.
• Provide full customer presentation and drive discussion with Key senior Management
• Manage direct accounts of government and police departments across the region
• Open new accounts and develop relation with decision make
• Build market strategy with our strategic channels to cover specific verticals
• Work in government tender for security project with technical team to build competitive tender and review tender requirements with management
• Develop and assign strategic relationship with partners across the region and work with their pipeline
• Work with strategic partners on tenders and make sure from wining project
• Open new market for Zenith products of ANPR Oman and Qatar and develop right partners in these market
• Work and update salesforce.com for all the accounts in the pipeline
• Work with technical team to assure project deliver for our customers and partners
• Handle pipeline and accounts review with management in regular bases
• Assist the technical team to obtain product certificate which required by most of the governments across the region.
• Create new opportunities by providing customers with new technology and new business ideas
• Work closely with customer to run successful Demo based on the customer requirement.
• Analyze the competition in each project and account and plan right strategy to win project
• Interacting with key accounts Telecoms, Oil & Gas, Governments, and VLA in large form projects joining with certified channel.
• Work in Full sales cycle with key customers from the beginning until closure along with respective partners in the region.
• Recruit and evaluate new channels and engage with their business to turn it into profitable partnership.
• Push projects from higher level key contact customers CxOs and directors to win deals
• Understand customer’s application business and pain area to provide right solution
• Develop the channels and scale them to the next level by quarter plan and target
• Analysis competitions and plan each accounts and project according to market stander and win tender project.
• Conduct business review in quarter base with partners to review pipeline and plan business toward achieve quarterly and yearly target
• Keep maintaining excellent relationship with high level key customers
• Supporting partners by provide their potential customers with right consultation and product presentation
• Work through vertical assign market to opening new accounts and bring channel partners to handle
• Build competency of the channel based on their market and expertise
• Review customer yearly budget and provide right solution fit customer’s budget and need
• evaluate customer’s requirement and projects to provide full assessment with relevant partners by participating tender and project
• Provide consistent sales training to partners and product knowledge for effective interactive and healthy sales cycle to assure their understanding of the product and strategy
• Work with technical team in building tender proposal and meet customer needs
• Meet clients jointly with partners over presentation and discuss opportunity
• Build channels competency based on their markets and activities
• Recruit new channel and evaluate their business to turn it into successful partnership
• Daily Manage partners toward sales motivation and sales support
• support channels by join their customer meeting for closing deals and wining customers’ project
• Support partners for increasing market share and revenue by driving MS business aggressively into their marker place.
• Build relationship with partners and develop their relevant business
• Provide training for channels and make sure they understand our product in and out
• Understand the channel business and scale it up based on their competency
• Assign channel target and build right strategy to achieve this target
• Participate in marketing activities by joining marketing activities with respective partners in region
• explores customer’s opportunities and challenges through effective interactive to establishes an identified need, propose relevant Microsoft solutions options to generate interest and creates solid value propositions
• Responsible for maintaining relationship with channel and keep them in deeply involve with MS current solutions and licensing knowledge
• Active follow-up with partners in generating opportunities to establish customer satisfaction.
• Responsible for maintaining the integrity of the dedicated accounts and contacts, accuracy and clarity of data entered in the CRM tool
• Weekly and quarterly review of partner’s pipeline and make sure of delivering target
• Provide support for new recruits channels and make sure of their adaption of MS market strategy that we aggressively deploying.
• Establish necessary business frame for vertical solution selling, while understanding general customer’s business needs.
• Certify partners based on their competency and give them access to MS partnership portal
IT security Distribution: Networking, Security Products, Web Analytical tools, UTM tools .
• Direct customer interaction with key customers around GCC, government, Oil field, bank and financial sector, and Telecom.
• Account management and pro-active approach to local market and GCC region.
• Evaluate new key accounts and start develop long term relation for closing projects.
• Review the customer yearly budget and the projects in the pipeline to achieve our target
• Open new accounts by explores customer’s opportunities and provide right solution through effective interactive.
• Achieve yearly target and understand customer budge for upscale projects
• Handle key accounts around GCC directly and assure closure through local channels
• Work with partners across the region GCC to drive VLA to closure by participating in tenders
• evaluate customer’s requirement and projects and provide full assessment with relevant partners
• Handle customer presentation for ITDB and BDM in addressing the product based on the customer requirement.
• Develop and Handle relationship with High level contact CxOs and directors of key accounts government, oil, Telecom and banks sector across the region
• Maintain excellent relationship with key account after project deliver for continues account revenue.
• work side by side with vendors to close major accounts and plan next project accordingly
• Active follow-up and self generated opportunities to establish partner progress and customers satisfaction
• Review the target and account in weekly bases to assure from meeting the target
• Handle new products in the market and position it directly to key accounts over presentation
• Keep maintaining excellent relationship with key customers and work closely with them
• Provide different sales program and training for sales team
• Provide products training to the partners channel and assure to their quality service to our customers.
• Deal with system integrator as business partner for integrating solution to the customers
• Market HR payroll product with the local market.
• Design yearly marketing strategic marketing plan to extend the market share.
• Pre-active the sales dep. In promotion IT outsourcing HR product solutions to our installed based clients
• Develop new local customers and product knowledge
• Deal with different means of marketing by interacting with local media
• Conduct and manage presentation session for client
business IT and application
.